The Round Up! - FP Advance

The Round Up!

BY brett

Summertime Selling Skills

Over the last 9 weeks we’ve covered the biggest mistakes advisers make at first meetings. Whilst each one on its own is a clanger, the key is trying to eliminate all of them to create a really powerful first meeting experience, both for you and the prospective client. Therefore, for the final week of my Summertime Selling Skills series, I give you a checklist of no-nos as we to do a quick refresh. The Round Up

Top 10 First Meeting Mistakes

Mistake 1: Talking Too Much

Mistake 2: Using A Fact Finder

Mistake 3: Going For The Jugular

  • Don’t be a vampire adviser by asking just one or two questions, then diving right in there telling clients how to solve whatever it is they’ve mentioned.
  • Hold fire and ask more great questions.
  • Step out of your ‘selling comfort zone’ and open up a broader, higher value discussion around the client’s real life goals.
  • Click here to read the ‘Are You A Vampire Adviser?’ blog in full.

Mistake 4: Not Giving Enough At The Right Time

  1. you listened
  2. you understood
  3. you can help
  4. you are a genuine professional

Mistake 5: Fluffing The Fee Discussion

Mistake 6: Committing The Client To All Three Phases

Mistake 7: Not Asking Searching & Interesting Questions

Mistake 8: Not Dealing With The Answers (A Mistake In Two Parts)

1: Not Listening

  • You start asking great questions and your brain gets so caught up in what you are going to ask next, you miss the client’s answer. So listen up and really pay attention to what the client is saying.
  • Record the meeting so you can listen again later.

2: Not Recognising The Significance

Mistake 9: Doing The Perfect First Meeting…To Only One Person

  • When working with a couple, make sure you don’t hold the first meeting with only one half of the couple.
  • Two outcomes are likely if you do a great first meeting to only one half of the couple:
  1. they don’t come back (because the person who attended the meeting can’t communicate your value as well as you can)
  2. the person who attended the meeting comes back with their partner and you have to do the first meeting again

Mistake 10: Not Juggling All The Above

  • There is a lot to think about, and the first meeting can seem like a juggling act!
  • The key to a great first meeting is to have a simple but effective, and repeatable process.
  • Make a video or an audio recording of your first meetings, so you can pick up which of the above habits you have, and start to eliminate them.
  • Role play with colleagues, help each other out and practise.
  • Now, just do it!

I hope you’ve enjoyed the Summertime Selling Skills series and that it has reminded you of some of the basics of good communication at the first meeting. Next week we kick off the new Autumn Review Series.


I’d love to hear your thoughts on the Summertime Selling Series. Leave a comment in the comments section or drop an email to [email protected]

Take Action

If you’d like to work with me directly on addressing your first meeting skills for you or your team drop me a line at [email protected] or give me a call on 0333 939 0027.


My upcoming webinar Converting Existing Clients To Your New Approach is on Thursday 7th November 2013 at 12pm. Making the move to an ‘outcomes focused’ financial planning service is highest value for you and your clients, but there is some work involved. If you can create an amazing ongoing review service (see last month’s webinar), you are just about there. This month we look at the steps you can take to convert existing clients to your new offer successfully. Last month’s webinar An Amazing Client Review Service can be heard here. Research from across the globe tells us that clients really value a great ongoing service from their adviser. The same research says that what is currently delivered by most advisers is pretty bad. Find out how to create a simple yet amazing review service for your clients and watch your profits soar. Subscribe & Follow If you would like to subscribe to my blog and receive insights and tips in your inbox each week go to or simply reply to this email by clicking here! You can also follow me on Twitter: @brettdavidson, you can ‘like’ my Facebook Page or come and hangout on Google+ or visit the FP Advance Google+ Page. Phew! Cheers, Brett Davidson Google

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ABOUT BRETT DAVIDSON When you work with FP Advance you work with me, Brett Davidson, directly. My motto is ‘advise better, live better’ and I practice what I preach. I’m straight talking and get to the heart of an issue quickly. There’s no beating about the bush, just a focus on helping things improve. Ask my clients – what I teach works.